RedCentral:

Automating Coke Consolidateds Salesforce

Jody Billiard / Shawn Olsen
Coca-Cola Bottling Co. Consolidated

Questions you might be asking

Who in the world are these guys?
What is Coke Consolidated?

What is RedCentral?
What is R.E.D.?
What are our learnings?
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Who in the world are these guys?

Jody
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Shawn

What is Coke Consolidated?

Coca-Cola (KO) Highlights
Coke Consolidated (COKE) Highlights

COKE Innovation
What sets COKE apart?

Principal Risks for COKE

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Coca-Cola (KO) Highlights

Worlds Largest Beverage Company

Owns 500+ Sparkling / Still Brands
Coca-Cola itself is the worlds MVB (most valuable brand)
Other Billion $ Brands include
Diet Coke
Sprite
Fanta
Coca-Cola Zero
Vitaminwater
Powerade
Minute Maid
Simply
Consumers in 200+ countries enjoy KO beverages at rate of 1.7 billion
servings per day
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Coke Consolidated (COKE) Highlights

We began operations in 1902

We are the largest independent bottler in the U.S. (in both Coca-Cola and Pepsi systems) (approximately
130 million cases of product sold annually)

KO has a 35% interest in COKEs stock (1 Board member)

KO products represent 88% of our total volume

We manufacture and/or distribute products other than Coca-Cola products:

Dr Pepper
Diet Dr Pepper
Sundrop
Monster Energy
Campbell V8 Juice Products

We operate in 11 states, primarily in the Southeast U.S. (one of the highest per capita consumption rates
in the world)

We have ~2,000 SharePoint Users

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Innovation in the Industry

First bottler to manufacture & distribute Dasani

First bottler to package & distribute fridgepacks (because we invented fridgepacks!)

First bottler to introduce automated load-building system used primarily in the

alcoholic beverage industry

First bottler to introduce $.99 / 16 oz. bottle in convenience stores

Only bottler to establish separate subsidiaries to support

consumer data mining

distribution technology and process consulting
transportation management
brand innovation

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Brand Innovation - Fuel

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Brand Innovation - Fuel

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What Sets COKE apart?

OUR PURPOSE

Grow Profitably
Pursue Excellence

Serve Others
Honor God in All We Do
http://www.cokeconsolidated.com/
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Principal Risks for COKE

Because of these ever changing risks, COKE

has to place the right technology in the
hands of our people, from the street level
to the C-Suite.

Raw material/product costs

Concentrate/finished goods (purchased from brand companies)
Sweetener (volatility impacted by corn and corn by-product markets)
Aluminum/Plastic Bottles/Fuel
General Economic Conditions
Fuel prices impact convenience store channel significantly
Price elasticity
Government Regulation/Public Policy
Consumer preference (sparkling vs. still beverages)
Customer needs/wants
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What is RedCentral?

Home
Page

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Data about
customers
Workflow
for
with
multiple
payments
locationsto
customers
Customer
and
vendors
issue
Management
resolution
Employee
Performance
Metrics

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Commonly
Used Apps

Sales &
Delivery Site
Collection

R.E.D.
(Right Execution Daily)

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What is R.E.D.?
Right Execution Daily
Management Tools Used to Help
Deliver Consistent Service to Customers and Consumers
Change Salesforce Behavior as Appropriate
Produce Improved Profitability for our Customers and COKE

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Dashboard

R.E.D.
Navigation

R.E.D.
(Right Execution Daily)

R.E.D.
Reports
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Dashboard

Types of
Surveys

Surveys in
Last 30 Days
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Stop Light
Performance
Indicators

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Large Store Database

Survey Score

List of Large
Store Surveys
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Large Store Survey

The Survey and Results
are automatically
delivered to Customer
Account Manager
The Survey and Results
can be delivered to
different levels of
Management

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Auto Notification to Customer Account Manager

Customer Account
Manager

Link to Survey

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Other Survey Types

28 Different
Survey types

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Customer Surveys
Job Performance Surveys
Customer Product Ordering

Large Store Analysis Reports

Survey Questions
Grouped into
Categories

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Slicers Used to Drill

Down into Performance
Measurement

Large Store Analysis Reports

Line Charts Used to

Measure Progress
Over Time

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Slicers Used to Drill

Down into Performance
Measurement

Large Store Analysis Report

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Customer Data Search

Account Number or Asset
Number may be Entered
via Smart Phone or
Computer/Tablet

Within Seconds, User Receives

Email Detailing the Following

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Customer Data Search

COKEs Salesforce Has
Unprecedented
Immediate Access to
Pertinent Customer
Data

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What are our learnings?

Historically, COKEs Communication Tools, Collaboration Methods and
Performance Measurements Were Manual in Nature and VERY Decentralized

SharePoint has become our single-most critical technology environment for

our salesforce (and COKE, for that matter) by providing
1.
2. Email
Platform
notifications
foraccess
employees
and/or
toalerts
shareinformation
(34,000+)
best in class
toand
3.
Ubiquitous
to
customer
employees
performance
concerning
initiatives
asmobile
well asdevice
from
collaboration
changes
on
in
performance
via
a hosteverything
of
platforms.
customer
tasks frompricing
customer
to customer
contractsR.E.D.
to check
stats.
requests.

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Questions

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Jody Billiard
Coca-Cola Bottling Co. Consolidated
jody.billiard@ccbcc.com

Shawn T. Olsen
Coca-Cola Bottling Co. Consolidated
shawn.olsen@ccbcc.com

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